Pay as much as you can afford: Counterpart's ability to pay and first offers in negotiation
Three experiments investigated the relations between buyers' wealth or ability to pay (ATP) and sellers' first offers. Study 1 demonstrated a positive correlation between sellers' first offers and their perceptions of the buyer's ATP as well as its real economic power (indicated...
| Main Authors: | , , |
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| Format: | Article |
| Language: | English |
| Published: |
Society for Judgment and Decision Making
2011-06-01
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| Series: | Judgment and Decision Making |
| Subjects: | |
| Online Access: | http://journal.sjdm.org/11/11307/jdm11307.pdf |